CRM for B2B runs the commercial side of a company that sells to other companies. It holds the account and its sites, and the people inside it with the part each one plays in a purchase.
Opportunities in one list
Focus on opportunities worth pursuing. Your account executive reviews each qualified lead before it enters the pipeline.
Every feature works on the same records. Pick one to see the screen your team works in.
The company record everything else hangs off: hierarchy, sites, ownership by territory, the account team and the yearly plan for the accounts that matter most.
Accounts
| Account number | Account name | Industry | Tier | Type | Owner | |
|---|---|---|---|---|---|---|
| ACC-70636 | Harborstone Facilities | Software | Strategic | Prospect | Leah Foster | |
| ACC-33912 | Cedarwell Distribution | Manufacturing | Key | Customer | Jules Navarro | |
| ACC-64097 | Northline Health Services | Distribution | Strategic | Partner | Clara Rossi | |
| ACC-27605 | Brindle Manufacturing | Services | Key | Former | Omar Mensah | |
| ACC-42602 | Mossbank Education Group | Healthcare | Strategic | Prospect | Nora Haddad |
The people at each account: who they are, who they report to, the part they play in a purchase, and whether you may contact them.
Contacts
| First name | Last name | Account | Job title | Department | Seniority | |
|---|---|---|---|---|---|---|
| Amara Okafor | Okafor | Solmere Utilities | Operations director | Executive | C level | |
| Jules Navarro | Navarro | Mossbank Education Group | Procurement manager | Finance | VP | |
| Sana Qureshi | Qureshi | Mossbank Education Group | IT program lead | Operations | Director | |
| Elliot Park | Park | Quayfield Property Partners | Regional vice president | IT | Manager | |
| Mateo Silva | Silva | Northline Health Services | Facilities manager | Procurement | Individual |
Leads in, opportunities through the stages, a next step with a date on every deal, and a history that shows how each one really moved.
Approval conditions
| Lead number | Company name | Contact name | Need | Budget | Timing | |
|---|---|---|---|---|---|---|
| LDS-59716 | Pinecrest Maintenance Group | Tariq Masri | Unify service requests across sites | Confirmed | This quarter | |
| LDS-97753 | Larkspur Packaging | Elena Choi | Track shipments by customer | Likely | Next quarter | |
| LDS-57002 | Vale Harbor Foods | Gabriel Costa | Reduce manual care handoffs | Unknown | This year | |
| LDS-33512 | Juniper Transit Services | Nadia Ibrahim | Report plant downtime daily | None | Unknown | |
| LDS-38777 | Riverstone Civic Works | Ravi Deshmukh | Connect field crews to dispatch | Confirmed | This quarter |
Priced proposals built from a price book, versioned as the deal moves, and approved by the right person whenever a rep goes past their authority.
Approval conditions
| Quote number | Opportunity | Account | Total | Annual value | Discount percent | |
|---|---|---|---|---|---|---|
| QTS-86244 | Mossbank annual renewal | Quayfield Property Partners | 820 | 390 | 20 | |
| QTS-21185 | Solmere asset tracking deployment | Harborstone Facilities | 140 | 280 | 0 | |
| QTS-76426 | Brindle plant workflow expansion | Mossbank Education Group | 460 | 400 | 26 | |
| QTS-39374 | Cedarwell distribution analytics | Quayfield Property Partners | 420 | 810 | 10 | |
| QTS-74206 | Northline care coordination rollout | Cedarwell Distribution | 350 | 270 | 20 |
Every call, meeting, email, demo, task and note, logged against the account and the deal, synced from mail and calendar, and rolled up into the fields managers sort on.
Booking waits for the deal desk
| Opportunity number | Opportunity name | Account | Owner | Amount | Annual value | |
|---|---|---|---|---|---|---|
| OPP-68261 | Harborstone facilities platform | Alderpoint Logistics | Leah Foster | 660 | 920 | |
| OPP-26755 | Cedarwell distribution analytics | Northline Health Services | Nora Haddad | 860 | 490 | |
| OPP-10704 | Northline care coordination rollout | Northline Health Services | Mateo Silva | 560 | 440 | |
| OPP-37680 | Brindle plant workflow expansion | Harborstone Facilities | Omar Mensah | 240 | 790 | |
| OPP-87781 | Mossbank annual renewal | Harborstone Facilities | Sana Qureshi | 420 | 480 |
The contract a won deal becomes, the notice deadline and lead time on it, the renewal opportunity the system opens in time, and the expansion sold on top.
Opportunities
| Opportunity number | Account | Owner | Stage | Amount | Close date | |
|---|---|---|---|---|---|---|
| OPP-42816 | Harborstone Facilities | Mateo Silva | Contract review | 400 | 20 Oct | |
| OPP-98871 | Harborstone Facilities | Elliot Park | Contract review | 20 | 18 Oct | |
| OPP-24625 | Solmere Utilities | Mateo Silva | Contract review | 640 | 19 Oct | |
| OPP-22125 | Northline Health Services | Amara Okafor | New inquiry | 30 | 27 Oct | |
| OPP-42975 | Harborstone Facilities | Kiran Bhat | Closed lost | 200 | 27 Oct |
Forecast categories on every deal, a quota per rep per period, a weekly submission with commit and best case, and a manager review that is kept alongside it.
Forecast submissions
| Forecast number | Period | Week ending | Closed | Commit | Best case | |
|---|---|---|---|---|---|---|
| FS-15160 | Q1 | 28 Oct | 60 | 230 | 330 | |
| FS-69293 | Q2 | 24 Oct | 290 | 350 | 680 | |
| FS-99658 | Q3 | 18 Oct | 610 | 430 | 800 | |
| FS-21134 | Q4 | 04 Nov | 320 | 900 | 880 | |
| FS-53762 | Q1 | 17 Oct | 430 | 660 | 250 |
Lead to deal ships ready to use. 3 steps need a named approval before the work moves on: Qualify (Sales Manager), Negotiate (Sales Manager) and Bookings check (Deal Desk).
Bring new prospects to the right rep, with the context to start a useful conversation.
Focus on the right opportunities with Account Executive review of each qualified lead.
Build a proposal around the buying team's needs, with pricing and discount approvals.
Agree on terms your team can stand behind, with Sales Manager approval before closing.
Confirm the accepted quote and signed paperwork with Deal Desk before counting the win.
Give customer success the agreed terms and promises so the relationship carries forward.
Open any opportunity to see its leads, the roles that work on it, its process stages and its approvals on one page.
Account, Stage, Amount and Annual value.
Each line is linked to this opportunity.
Account Executive, Sales Manager and Deal Desk, each with their own permissions.
Acceptance and Conversion and Discovery, Buying Committee and Solution, with the role that acts.
Qualify and Negotiate, with who decides.
Solmere Utilities · Pipeline
| Lead number | Company name | Contact name |
|---|---|---|
| LDS-59716 | Pinecrest Maintenance Group | Tariq Masri |
| LDS-97753 | Larkspur Packaging | Elena Choi |
| LDS-57002 | Vale Harbor Foods | Gabriel Costa |
View, create, edit and delete per table, with row filters where they matter. An account executive edits accounts in their own territory and the ones they are on the team for; a customer success manager edits contracts on customer accounts.
Signed in as Sales Manager
| Decision | Approver | |
|---|---|---|
| QualifyFocus on the right opportunities with Account Executive review of each qualified lead. | Sales Manager | |
| NegotiateAgree on terms your team can stand behind, with Sales Manager approval before closing. | Sales Manager | |
| Bookings checkConfirm the accepted quote and signed paperwork with Deal Desk before counting the win. | Deal Desk | |
| Approve negotiation on Opportunities they do not own and record negotiation approved by, negotiation approved date and negotiation notes | Sales Manager | |
| Approve assigned quote approvals for discount above authority and deal size at their level | Sales Manager | |
| Approve realignment moves for the team | Sales Manager |
Everyone opens B2B CRM to the work that is theirs. Pick a role to see what it starts with.
Owns configuration, users and security across the system.
Works inbound and outbound leads to qualification and hands them to an account executive.
This is the first screen this role sees.
Activities · Sales Development Rep
| Subject | Type | Account | Contact | Opportunity | Start time | |
|---|---|---|---|---|---|---|
| Call Harborstone about pilot scope | Call | Alderpoint Logistics | Leah Foster | Northline care coordination rollout | 25 Oct · 12:00 | |
| Demo workflow reporting for Cedarwell | Meeting | Cedarwell Distribution | Leah Foster | Cedarwell distribution analytics | 25 Oct · 14:30 | |
| Send Northline revised proposal | Demo | Solmere Utilities | Leah Foster | Brindle plant workflow expansion | 28 Oct · 10:30 | |
| Meet Brindle operations team | Call | Cedarwell Distribution | Leah Foster | Quayfield portfolio reporting | 30 Oct · 10:30 | |
| Review Mossbank renewal terms | Meeting | Cedarwell Distribution | Jules Navarro | Solmere asset tracking deployment | 27 Oct · 14:30 |
Owns the accounts, contacts, opportunities and quotes in their territory and submits the weekly forecast.
This is the first screen this role sees.
Activities · Account Executive
| Subject | Type | Account | Contact | Opportunity | Start time | |
|---|---|---|---|---|---|---|
| Call Harborstone about pilot scope | Call | Alderpoint Logistics | Leah Foster | Northline care coordination rollout | 25 Oct · 12:00 | |
| Demo workflow reporting for Cedarwell | Meeting | Cedarwell Distribution | Leah Foster | Cedarwell distribution analytics | 25 Oct · 14:30 | |
| Send Northline revised proposal | Demo | Solmere Utilities | Leah Foster | Brindle plant workflow expansion | 28 Oct · 10:30 | |
| Meet Brindle operations team | Call | Cedarwell Distribution | Leah Foster | Quayfield portfolio reporting | 30 Oct · 10:30 | |
| Review Mossbank renewal terms | Meeting | Cedarwell Distribution | Jules Navarro | Solmere asset tracking deployment | 27 Oct · 14:30 |
Runs a team of reps: approves negotiation and discounts within manager authority, approves the team's realignment moves, reviews forecasts and sets quotas.
This is the first screen this role sees.
Activities · Sales Manager
| Subject | Type | Account | Contact | Opportunity | Start time | |
|---|---|---|---|---|---|---|
| Call Harborstone about pilot scope | Call | Alderpoint Logistics | Leah Foster | Northline care coordination rollout | 25 Oct · 12:00 | |
| Demo workflow reporting for Cedarwell | Meeting | Cedarwell Distribution | Leah Foster | Cedarwell distribution analytics | 25 Oct · 14:30 | |
| Send Northline revised proposal | Demo | Solmere Utilities | Leah Foster | Brindle plant workflow expansion | 28 Oct · 10:30 | |
| Meet Brindle operations team | Call | Cedarwell Distribution | Leah Foster | Quayfield portfolio reporting | 30 Oct · 10:30 | |
| Review Mossbank renewal terms | Meeting | Cedarwell Distribution | Jules Navarro | Solmere asset tracking deployment | 27 Oct · 14:30 |
Guards price, terms and bookings: approves quotes below floor price or outside standard terms, validates closed-won deals against the accepted quote, and maintains the price books and thresholds.
This is the first screen this role sees.
Quotes · Deal Desk
| Quote number | Opportunity | Account | Total | Annual value | Discount percent | |
|---|---|---|---|---|---|---|
| QTS-86244 | Mossbank annual renewal | Quayfield Property Partners | 820 | 390 | 20 | |
| QTS-21185 | Solmere asset tracking deployment | Harborstone Facilities | 140 | 280 | 0 | |
| QTS-76426 | Brindle plant workflow expansion | Mossbank Education Group | 460 | 400 | 26 | |
| QTS-39374 | Cedarwell distribution analytics | Quayfield Property Partners | 420 | 810 | 10 | |
| QTS-74206 | Northline care coordination rollout | Cedarwell Distribution | 350 | 270 | 20 |
Owns customers after the win: contracts, renewal risk, renewal and expansion deals.
This is the first screen this role sees.
Activities · Customer Success Manager
| Subject | Type | Account | Contact | Opportunity | Start time | |
|---|---|---|---|---|---|---|
| Call Harborstone about pilot scope | Call | Alderpoint Logistics | Leah Foster | Northline care coordination rollout | 25 Oct · 12:00 | |
| Demo workflow reporting for Cedarwell | Meeting | Cedarwell Distribution | Leah Foster | Cedarwell distribution analytics | 25 Oct · 14:30 | |
| Send Northline revised proposal | Demo | Solmere Utilities | Leah Foster | Brindle plant workflow expansion | 28 Oct · 10:30 | |
| Meet Brindle operations team | Call | Cedarwell Distribution | Leah Foster | Quayfield portfolio reporting | 30 Oct · 10:30 | |
| Review Mossbank renewal terms | Meeting | Cedarwell Distribution | Jules Navarro | Solmere asset tracking deployment | 27 Oct · 14:30 |
Owns territories, stages, quotas, sources, campaigns, rates and data hygiene, without a book of business.
This is the first screen this role sees.
Opportunities · Sales Operations
| Opportunity number | Opportunity name | Account | Owner | Amount | Annual value | |
|---|---|---|---|---|---|---|
| OPP-68261 | Harborstone facilities platform | Alderpoint Logistics | Leah Foster | 660 | 920 | |
| OPP-26755 | Cedarwell distribution analytics | Northline Health Services | Nora Haddad | 860 | 490 | |
| OPP-10704 | Northline care coordination rollout | Northline Health Services | Mateo Silva | 560 | 440 | |
| OPP-37680 | Brindle plant workflow expansion | Harborstone Facilities | Omar Mensah | 240 | 790 | |
| OPP-87781 | Mossbank annual renewal | Harborstone Facilities | Sana Qureshi | 420 | 480 |
Reads the forecast, the pipeline and the renewal book without editing any of it.
This is the first screen this role sees.
Contracts · Executive
The numbers a sales organisation runs on, each with what it answers and who reads it, all drawn from the same deals, quotes, activities and forecasts the team works in.
This quarter
How far records got this quarter
| Stage | Reached | Step | |
|---|---|---|---|
| Open | 30 | ||
| Pending close | 6 | 20% | |
| Won | 2 | 33% | |
| Lost | 1 | 50% |
Sample totals per stage
Open amount and count at each stage, weighted and unweighted, by owner and territory, with the change since last week and the deals whose close date slipped between the two weekly snapshots. The first screen of every pipeline review.
New opportunities and amount added per week by owner, source, campaign, partner and type. The question a sales leader asks before the coverage question.
Closed, commit and best case against quota per rep, with open pipeline as coverage of the quota remaining, rolled up through managers to regions, with the manager's adjustment shown apart from the rep's number.
Won and lost deals for a period by loss reason, competitor, source, campaign, size band and industry, including lost renewals by churn reason.
Days at each stage and total cycle length by deal size band and type, from stage history. Shows where deals stall and how long a commit really takes to close.
Calls, meetings, emails and demos per rep per week, and the open deals and accounts with no touch in the last thirty days.
Contracts by notice deadline month with owner, annual value, renewal risk and the status of the renewal deal, the at-risk value by quarter, and the value not renewed with its churn reason.
Blended discount by rep, product family and deal size, with the approval steps requested, how each was decided, and the quotes that expired unanswered.
Accounts, contacts, open pipeline and closed revenue by territory and sub-territory, with unowned accounts flagged, and the before and after of a modelled realignment.
See how B2B CRM fits your kind of team.
Recurring revenue sold to business buyers: land and expand, seat-based quotes, renewals as the biggest deals of the year, and a forecast split between new and renewal.
Long cycles, large tickets, many sites and a buying committee with engineering, procurement and the plant on it: quotes revised for a year, and service contracts that follow the sale.
Relationship selling by people who also deliver: referrals and partners as sources, proposals with scoped terms, retainers that renew, and a pipeline kept by partners who are not full-time sellers.
Many accounts, repeat business and a field sales team on territories: account share, price lists per customer tier, visit planning and the accounts that have gone quiet.
Each stage of lead to deal names the role that acts and the status it records, so a change is never anonymous.
Each stage, the role that acts and the status it records
How an agent runs B2B CRM: identity, permissions, the calls it makes, and what it may not do without a person.
Set up connections through ERP.AI and Proto workflows, with every change logged.
Every record lives in a table you can see, extend and export. Add fields or whole tables in Proto.
Browse all 33 tablesStart with one team and one process, then add the rest once the basics are running.
The stage set with probabilities, forecast categories and exit criteria; the territory structure and its rules; discount authority per role and floor prices per product. Approval thresholds by reason and level, and the forecast basis, annual or total value, per quota type. Then the forecast day, the fiscal calendar, the period rates and the renewal lead time per contract length. This is a workshop with the sales leader, the managers, the deal desk and operations, and it becomes configuration.
Roles and users with managers and territories, stages, sources, campaigns, competitors, products, price books, exchange rates and thresholds. Then accounts, sites, contacts and account teams from the old CRM, loaded in the migration order on the data model page and de-duplicated on the way in. Counts and the managers who know their books check the result.
Load open leads, opportunities with their contacts and products, quotes with evidence of their approval state, and current contracts with their source quote and notice deadline. Import stage and activity history where available. Import historical forecast lines only with their source submission headers, period and rate context; field-change logs alone are insufficient to recreate an approved weekly forecast.
Leads arriving and routing, a qualified lead accepted, a quote submitted that breaches a threshold and is approved. A win marked and validated by the deal desk, a forecast submitted and reviewed, a renewal deal opened from a contract date. Each role runs their own steps on their own data.
Start with a team whose data and workflow rehearsal passed. Enable mail, calendar and other integrations after their own checks pass. Freeze the migrated team’s old records at its cutover while later teams continue in their assigned system; reconcile shared-account ownership and integration routing before the next cutover. Retire the old CRM after all teams and dependent integrations have moved.
$0per user
The base account and everyday work in the ERP.AI app are free, for every user.
| Usage | Per $1 |
|---|---|
| Record reads (list, filter, get) | 20,000 |
| Search or aggregate queries | 4,000 |
| Record writes | 4,000 |
| Imported or synced records | 200,000 |
| Workflow runs | 2,000 |
| AI agent runs | 2,000 |
| Scheduled jobs or webhooks | 20,000 |
| File uploads (MB) | 2,000 |
| CSV or PDF exports | 100 |
Click Get started, then use Proto to configure B2B CRM for your business. Set up your workflows, import your data and invite your team.
Yes. Stages are configuration with a probability, a forecast category and exit criteria each, and the set carries a closed-won and a closed-lost stage. Change them as your process changes; deals keep their history through the change because each deal points at a stage record, so a rename or a reorder never rewrites a deal.
Every contact involved is listed on the deal with a buying role (economic buyer, champion, technical evaluator, procurement, legal and so on) and a stance. Exit criteria can require particular roles before a deal moves on.
The rules compare each quote against the rep's discount authority, the product's maximum discount and floor price, the standard terms and the deal size thresholds. A discount beyond the rep's authority goes up the reporting line to the first person whose authority covers it; floors and terms go to the deal desk. The decision is on the record, and nobody approves their own quote.
The rep marks it pending close with the accepted quote, and the deal desk checks the quote, the amounts and the signed paperwork before it counts. The forecast, the bookings and the commission feed all read the same validated wins.
Yes. A won deal becomes a contract with an end date, a notice deadline and a renewal lead time. The renewal opportunity opens on that countdown, is worked through the same pipeline and approvals, and the renewal book shows at-risk value by quarter and what was not renewed by reason.
Every open deal has a forecast category. Reps submit weekly; managers review deal by deal, adjust on the record with a comment, and lock the period. Every weekly submission is kept with a line per deal, so the forecast can be rebuilt for any week and checked against what closed. Each quota says whether it is set on annual or total value, and the forecast follows it; deals in other currencies convert at a rate fixed for the period.
Mail and calendar are integration work to configure and verify. The scope includes matching known contacts, preventing duplicate activities and excluding private threads. Delivery failures can flag an address for review; an out-of-office reply alone must not mark someone as having left the company.
Yes. Campaigns, leads and consent come from marketing automation with their source; won deals go to billing as contracts with dates and lines, and outcomes go back to the campaign. See the integrations page.
Sales operations drafts a realignment with new rules and an effective date, models it against the live accounts, and the managers approve the moves for their teams with exceptions. On the date it is applied in bulk, every moved account keeps its previous owner, and open deals do not change hands without a handover the manager confirms.
Start free, then use Proto to change fields, steps and approvals before your team goes live.